CHANNEL TRENDS UPDATE – SECOND QUARTER 2006
Pembroke Consulting is a boutique management consulting firm helping senior executives develop innovative strategies to build and sustain market leadership. We specialize in working with executives from manufacturing, wholesale distribution, and technology companies operating in channel-intensive industries. Visit www.PembrokeConsulting.com to learn about our services and how we can help you.
IN THIS ISSUE
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Web address of this newsletter: http://www.pembrokeconsulting.com/update-2006Q2.html
DRUG CHANNELS -- OUR NEW PHARMA INDUSTRY BLOG
Dr. Adam J. Fein has finally entered the blogosphere with Drug Channels. The blog is updated frequently with expert viewpoints on the latest pharmaceutical distribution trends affecting manufacturers, wholesalers, pharmacies, PBMs, and payers.
Here are five selected posts from the past month:
H.B. 371 signed by Gov. Bush (6/27)
You now have three options for keeping up with our blog:
Subscribe to the Drug Channels news feed with any news reader
Enjoy!
FACING THE FORCES OF CHANGE (COMING IN MARCH 2007!)
You can take part in Pembroke Consulting's survey research for the Facing the Forces of Change® 2007 project. Just click the link for the brief future trends survey. Your response will be completely anonymous.
FACING THE FORCES OF CHANGE SURVEY
Facing the Forces of Change®, published by the National Association of Wholesaler-Distributors, is the leading channel trends and strategic benchmarking report for distributors and manufacturers.
In return for your participation, you will receive a FREE Executive Summary of the report before it is published. As an added bonus, five respondents will be randomly selected to receive their choice of either an iPod shuffle OR a free copy of the new Facing the Forces of Change report when it is published in March 2007.
NOTE: Please do not take the survey if you have already responded via a direct email.
NEW ANALYSIS AND OPINION ARTICLES
1) The New Era of B2B Price Comparisons by Adam J. Fein
Get your sales team prepared to handle pricing challenges2) Building a Lean Channel by Adam J. Fein
Taking costs out of the channel requires more than just technology3) Get Big, Get Focused, or Get Out by Adam J. Fein
Strategy for a consolidating industry -- last quarter's most popular download
All of our analysis and opinion articles are available for royalty-free reprinting in your publication or newsletter. Please contact Debra Evangelisti for reprint permissions.
See our News page for more highlights!
"Health Check for Drug Distribution" -- MIT Center for Transportation & Logistics
"It All Comes Down to Price" -- Purchasing
"The Curse of Reverse Auctions" -- Progressive Distributor"Manufacturer Sites: Making the Connection" -- Sanitary Maintenance
NEW AND RECOMMENDED CHANNEL RESOURCES
New resources that are worth your attention
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Transforming
Your Go-to-Market Strategy: The Three Disciplines of Channel Management
I really enjoyed this book by Harvard Business School professor Kash Rangan. The authors advocate a disciplined approach to channel strategy that could generate superior returns in almost any industry. In my experience, most manufacturers neither develop careful channel maps nor do they assign executives senior enough to make significant channel resource commitments. As a result, the returns to channel stewardship should be available for any company willing to invest the time and effort.
Click
here to read my full review at the product listing on Amazon.com. |
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Wholesale
Distribution in a Demand-Driven World (webcast replay)
This online panel discussion aired on June 22, 2006. Dr. Adam J. Fein of Pembroke Consulting, moderates a conversation with two distribution executives who discuss how they became demand-driven. This was a lively discussion with many good audience questions. Worth a listen!
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In honor of our new blog ...
"We've all heard that a million monkeys banging on a million typewriters will eventually reproduce the entire works of Shakespeare. Now, thanks to the Internet, we know this is not true."
– Robert Wilensky, Professor of Computer Science, UC-Berkeley
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